beck effect
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What the Fastest-Growing CPG Companies Do Differently
June 14, 2018
This article describes the sixth annual study by BCG and IRI of US growth leaders in the consumer packaged goods industry.
By Peri Edelstein, Krishnakumar (KK) S. Davey, Aman Gupta, Seth Marcus, Jim Brennan, and Cara Loeys, Boston Consulting Group
Salespeople, Stop Worrying
About Being Liked.
March 22, 2019
The myth that likability is a crucial sales trait remains alive and well. One analysis of 450,000 salespeople found that among elite salespeople — those with the best records — 89% said they do not need to be liked. But among the weakest, 86% said they do need to be liked. And the weaker their sales records, the more likely people were to believe that their ability to make friends is their greatest asset. Customers care far more about the value of what they’re buying than they do about the person selling it to them. For salespeople to deepen their expertise they need to really understand the problem they are solving for a client and the process that sale will follow.
By J. Keenan, Harvard Business Review
What It Takes To Establish A Brand As The 'Next Big Thing' In CPG
April 9, 2019
In the age of struggling consumer goods, a surprising number of small brands have found success in building a passionate and loyal audience. What's the secret?
By Keith Bendes, Forbes Council Member and V.P. of Marketing & Partnership at Float Hybrid